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Master sales people recognize that each customer perceives the world through different eyes, including perceptions, biases and paradigms. By working with these characteristics to build meaningful relationships with every customer.
Teachers know that using teach-backs (instruction on how to check comprehension) and role plays is essential to reaching mastery of any topic.
Empathy
Empathy is an invaluable human trait that enables salespeople to develop deeper connections with their prospects and clients. Empathy allows salespeople to put themselves in another person’s shoes and understand their emotions before taking steps to address them, helping build long-lasting relationships and establish trust with customers.
An empathic salesperson would show they understand and care by asking pertinent questions that demonstrate this empathy, which would reassure their client and enable them to move forward with the sale.
Empathetic salespeople understand the individualized circumstances of every client and tailor solutions accordingly, particularly during complex sales processes with multiple stakeholders involved. Empathetic sellers can prioritize various perspectives to develop a holistic solution and increase value across the proposal for all stakeholders involved. Collaboration of this sort is one of the hallmarks of sales mastery; it requires thoughtful preparation from sales teams as well as consistent coaching and reinforcement to achieve it successfully.
Competence
Correctly using words can help you better comprehend your colleagues, supervisors and customers. This is particularly relevant to sales vocabulary: understanding competence versus mastery may provide more clarity for you when using certain terms yourself and their use in different contexts.
Competence refers to the ability to perform tasks at a standard recognized by others on an ongoing basis. It involves training, skills, and experience; for instance, someone may undergo instruction to learn how to operate machinery, but will only be considered competent once they regularly do it themselves.
Competence in sales refers to having the knowledge and skills needed to successfully execute on conversations with a client, from qualification through closing. This could involve anything from understanding the sales process to applying tools of trade effectively.
Character
Sales masters possess a clear mission statement and goals that provide direction. They take an aggressive approach to sales by actively seeking customers rather than waiting for them to come knocking. This requires strong character as well as the ability to work well with different personalities – Sales masters show respect for others while developing win-win relationships with all their clients rather than criticizing or attacking behaviors directly.
Are You Ready to be the Memorable Salesperson All of Your Prospects Remember and All Your Competitors Fear? Chuck Bauer provides expert advice in Sales Mastery to help you become memorable salesperson, earn client respect and secure that larger commission check. Merriam-Webster defines mastery as having an ability to comprehend a subject and execute it flawlessly; to become one takes dedication, practice, continuous learning and coaching – get ready to embark on this journey and soon you’ll find yourself at the pinnacle of sales success!
Communication
Communication is one of the cornerstones of sales. From building relationships to presenting and negotiating, mastering this skill can be a formidable task – yet its rewards can be immense.
Sales masters understand that people have different personalities, and work to find ways of communicating effectively with all of them. Instead of seeking approval from everyone, their focus in sales lies on adding value for their customer.
Sales masters understand that most buying decisions are driven by emotion. People may try to rationalize it with facts, but ultimately the decision will always come down to feelings. Buyers want long-term relationships with their sales person instead of just quick in and out interactions.
Are your customers unresponsive, uncaring, and resistant? Feeling like time is being wasted dealing with endless stalls, objections and rebuttals? If that is the case for you, our bespoke B2B sales training and coaching solutions could provide solutions.